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Mother Dairy

In: Business and Management

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Mother Dairy: Organization Structure linking up to the structure of STMO

Mother Dairy Fruits and Vegetables Pvt. Ltd is divided into four strategic Business Units namely : 1. Milk 2. Safal Frozen 3. Dhara Oil 4. Product Business a. CCP (Curd and Cream Based Products) b. IFP ( Ice-cream and Frozen Products)

Each SBU has got a National Sales Manager which reports to the Managing Director.

The hierarchy of each SBU of Mother dairy is as follows :

There are four Regional Sales Manager under the National Sales Head of each SBU. Each Regional Sales Manager has 6-7 Area/ Territory sales manager under him. Mr Raj Dhoreliya , is an ASM in Ice cream and Frozen Products SBU and First line sales manger under our case. Each ASM heads the sales office and has 10-15 Sales officer working under him. Each sales officer manages 100 point of sale or retail outlets. All the above are on company pay roll. Under each sales officer are x no. of Distributor Sales Man and these are on distributor’s pay roll.

Role of each position holder in Sales Territory Manager office
Area /Territory Sales Manager: He/ She head the STMO and have the following responsibilities: 1. Managing Sales Officers/ Executive and distributor sales men 2. Managing issues escalated by the sales officer 3. Managing knowledge of competitive environment 4. Marketing Coordination 5. Managing and building relationship with the distributors

Sales officer/Executive: There are 10-15 sales officers working under each ASM and their responsibilities are as follows: 1. The distributor sales men are directly managed by him 2. He tackles the issues of the point of sales or retailers 3. He takes care of the supply , primary and secondary distribution channel . Distribution channel of the company is as follows:

CNF (company owned or third party) to

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